Senior Director, Market & Competitive Intelligence

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop and manage Kaseya's competitive intelligence initiative, which includes creating competitor profiles, battlecards, objection-handling guides, and early-warning systems.

• Direct market intelligence efforts through total addressable market (TAM) analysis, assessments of the market landscape, industry trend analysis, and evaluations of emerging categories within the MSP and SMB IT sectors.

• Establish the enterprise Voice of Customer capability, encompassing customer research, analysis of the buyer journey, and a win/loss program.

• Design and sustain Kaseya's customer segmentation framework.

• Oversee the marketing effectiveness measurement framework, which includes pipeline influence, revenue contribution, campaign performance, and funnel conversion metrics.

• Collaborate with Data Science and Revenue Operations on AI-driven models for predicting churn, assessing expansion potential, and calculating customer lifetime value.

• Provide guidance to executive leadership through regular Executive Intelligence Reviews that cover market movements, competitive threats, customer sentiment, and growth opportunities.

• Integrate competitive and market insights into sales onboarding, training, and live deal support, measuring their impact on win rates.

• Recruit, develop, and lead a high-performing team of analysts and researchers.

⛳️ Requirements

• Over 10 years of progressive experience in areas such as competitive intelligence, market intelligence, insights, analytics, product marketing, or corporate strategy.

• More than 3 years of experience leading intelligence, insights, analytics, research, or strategy teams or programs.

• Strong preference for candidates with B2B SaaS experience.

• Experience in IT management, cybersecurity, MSP/channel, or infrastructure software is advantageous.

• Proven track record in building or significantly scaling an intelligence, insights, or analytics function.

• Practical experience with customer segmentation, Voice of Customer programs, competitive intelligence, and win/loss analysis.

• Exceptional analytical and synthesis abilities.

• Excellent written and verbal communication skills; comfortable presenting to C-level executives and large sales teams.

• Strong cross-functional leadership skills; capable of influencing without authority across product, sales, marketing, and corporate development teams.

• Preference for experience in private equity-backed or rapidly growing, acquisitive software environments.

• Familiarity with the MSP ecosystem and its competitive landscape is preferred.

• Experience with CI platforms like Klue and Crayon, as well as analyst research from Gartner, Forrester, and Canalys, and AI/ML analytics initiatives is preferred.

• Preference for experience in subscription and retention-based businesses.

• An MBA or an equivalent advanced degree is preferred.

🏝️ Benefits

• Equal employment opportunity is provided to all employees and applicants without regard to race, religion, age, ancestry, gender, sex, sexual orientation, national origin, citizenship status, physical or mental disability, veteran status, marital status, or any other characteristic protected by applicable law.